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The Basic Building Block of Success: Bonding the New Recruit
Keep It Positive! Part 1
By Jeffrey A. Babener
Excerpted from Network Marketing: What You Should Know, Jeffrey Babener, Legaline Publications
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To achieve a positive result, you must keep the process positive. How do you do this? Stewart claims that the goal is to find the "wavelength" of the recruit and, in a positive manner, get on the same wavelength. That means discovering the prospect's needs and showing how the products and opportunity can help fulfill them. It also means tuning in to the prospect's fears, and painting a picture of how he or she can conquer them with the products and business opportunity you're introducing.
Sometimes if I listen close, I can hear the dark side of the moon. - Melissa Etheridge
In the popular industry book, The Network Marketer's Guide to Success , (co-authors David Stewart and Jeffrey Babener, Legaline Publications, 1-800-231-2162), Stewart suggests thinking about the following needs people seem to share universally:
- peace of mind
- feelings of accomplishment
- financial independence
- material possessions
- a business of their own
- tax advantages
- public acceptance
- more income
- good relationships
- to have a great time
And don't forget the common fears:
Your job is to help potential recruits in the most positive way come to their own conclusions that the opportunity can help them meet some of their needs and overcome some of their fears.
- fear of embarrassment
- fear of taking undue risks
- fear of criticism
- fear of pain (both mental and physical) and the pain of change
- fear of failure
- fear of loss
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